3.05 (V) The 3rd and 4th Gears

Let's focus in on just the third and fourth year of the sales conversation. It is in these two gears that you give just enough context around what you do, so your prospect understands and you figure out whether this person is a prospect. The third gear should build on the second gear, the sales trailer. In your third gear, you might mention your differentiators, or your value proposition, or simply your unique skill set, or you might do what I do, and mention the three clear points of your business. In my case, salespeople, process, and tools. The fourth gear is the one you use to determine whether this person is a prospect. You want to start the shift into fourth gear with a question, to determine whether your prospect has any interest or need in your area of expertise. The third and fourth gear of the sales conversation should not be packed with information. Remember your goal. You're simply trying to establish whether or not the person you're talking to is a prospect.